1. SELLING AGAINST
BRANDS IN INDIA
TEKLA , BENTLEY

2. I always wished for role where I
could craft a David vs Goliath
Story

3. Recruited by AceCad India
in Sept 2010
Product Portfolio :

4. The Goliath :
The Market Leader , net sales in 2010
amounted to nearly 58 million euros
and operating result to 10 million euros
India the second largest revenue generating teritory for Tekla

6. Sold
40%
of the total AceCad Software
Licenses sold in India .

7. CONTRIBUTING to

8. 60%
Of the overall revenue generated by
AceCad Software India between
Sept 2010  Jan 2012 .

9. Selling Value
Not Price

10. Powered by oomfo

11. Revenue generated by AceCad India between Sept 2010 – Jan 2012
=
Revenue generated by AceCad India between Jan 2007 – August 2010
200% increase

12. Won the AceCad Global
Sales Success Story Award .

13. Achieved Targets
100% +

14. Received Windfall Incentives

15. How did we , Do it ...

16. Sectors in which Tekla has market leadership and
their comfort zone

17. We Took
them head on not in
the board rooms of
their comfort zone
But in the Trenches
on the ground

18. By Creating New Markets ...

19. Concept Selling was the key ...

20. Developed & Educated a new market of user base driven by
traditional manual methods to adopt BIM solutions

21. Established Leadership position in
a new Sector - PEB

22. And the Market
Leader follows the
Under Dog !

23. Tekla marketing campaign before Jan 2011
Targeting their comfort zones

24. Tekla marketing campaign after Jan 2011

25. Tekla India revenue generators in 2010-2012

26. AceCad India revenue generators in 2010-2012

28. “Balaji learns fast. Has strong will to succeed to
understand his strength & weaknesses and builds
on them to achieve the organization's objectives.
Properly guided and coached, Balaji will be a
valuable asset to any sales organization”
Vincent Chia (Regional Director at Wrench Solutions Pvt Ltd )
managed Balaji at Wrench Solutions (Pvt) Ltd between
March 2009 – August 2010
Mr. Vincent Chia
Director, Business Development | Channels | Alliances | Compliance at Tekla SEA Pte Ltd

29. “Do not Fear Mistakes , there are None”